AGC ASSOCIATES COUNCIL


Building Relationships – and Business Opportunities


By Mary Grandy, Associates Council Chair


time (and money) is best spent. Tere are expectations to make connections and build relationships, and while we know that it takes time to cultivate those, time is not always on our side. If your profession specializes in supporting the construction industry, you are no different from any other trade association. Depending on the crowd, everyone becomes an associate at one point or another. Regardless of the association (AGC


A


is no different), at one point or another you will be asking why you stay. What is your return on investment? In answer to that question, I challenge you to ask yourself honestly – what did you put into your membership? In the same way that a gym


membership won’t get you beach-body ready by just paying your annual or monthly dues, association member- ships aren’t going to reveal a return on investment by just paying your dues and having a list of members to call on.


How to “Break In” How does one successfully build


relationships in these associations when you are the “new kid” and there is a preconceived notion that there is no room for “another associate”? Maybe you’re not a “new kid,” but you have felt that you couldn’t exactly break into the group. It would probably surprise you to know that this question is not exclusive to associates, but the solution is universal for all. Show up. Help out. Get involved. Over the past few years, the


participation of associates attending the conference and the Associates Council meetings has continued to grow. Te enthusiasm of this group has not gone unnoticed by the State Board


18 March/April 2016


s an associate member in any organization, we know it can be difficult to decide where your


or AGC staff. At the 2015 Annual Conference, there was such a large turnout that many were standing in the hallway to participate. Over one-third of all attendees said it was their first time attending the conference and an Associates Council meeting. In fact, AGC’s Annual Conference


broke all records with attendance and participation all the way around – attendees, student participation, first-time attendees, etc. AGC of California has a great momentum in participation surrounding it. With all this momentum, we can think of no better time than now to bring others to share this experience with you.


Networking, Industry Knowledge, Education


We’ve polled many associates asking


them: “What can AGC do for you?” While AGC is association of


general contractors and therefore focused on all aspects related to the construction industry, the mission statement and message apply to you as associates as well. So while it wouldn’t surprise anyone to know that networking was the top answer among those polled, it should also not surprise you to know that associates participate to gain industry intelligence and education as well. Associates work with contractors


of all shapes and sizes, vertical and horizontal, and all trades. Not all clients or relationships are involved with AGC. Maybe they are members, but may not be actively engaged (again, a gym membership as a universal problem). An overwhelming number of associates shared that they felt partici- pation in AGC was part of their “due diligence” in making sure they were up to speed with what was important to their clients and prospective clients. AGC creates unparalleled


networking and education opportu- nities. Te balance of the membership


is not specific to the largest contractors, but there is a great balance of region- alized contractors with concentrated geographical areas throughout California. Participation in AGC events creates an opportunity to connect with people throughout the state, directly addressing statewide concerns relevant to the industry.


Don’t Be the ‘Creepy Rob Lowe’


Tere have been several jokes


within the Associates Council meetings, as to how to navigate that fine line of building a relationship with folks and ultimately grow business without coming across as the “creepy Rob Lowe” in the room. It a well- known fact that there are always going to be those individuals who join for the sake of growing sales, and if they cannot present at a meeting, or double their business in the first two years, they move on. However, the majority of associates genuinely care for the content, the true opportunities, and the relationships and friendships estab- lished through their membership. We all understand that not


everyone can attend a statewide event, for various reasons. Te Associates Council is committed to improving communication to all associates throughout the state. We want to show all associates how all types of partici- pation will help with their return on investment.


Be Involved and Engaged Consider the next time your district


is hosting a Lunch & Learn, a CLC event, a Bocce Ball tournament, or even just a networking mixer – what can you do? If you invite a current non-active member, you’re bringing them an opportunity to re-engage. If you invite a prospective member, you’re introducing them to AGC. Attendance at Associates Council


meetings is open to all associate members. District events are available to all. We encourage you to come and see why “It’s good business to do business with an AGC member.” 


California Constructor


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